This week’s sales traits comes with an anecdote. At a previous company, I worked with gentlemen who ran their own part of the business and had responsibility for their own forecasts. I remember submitting my forecast for the upcoming – it was a reasonable number. The 2 other business segment managers submitted astronomically-high forecasts. I took much heat for my forecast since it was much less than the other 2 managers.
At the end of the year, I finished at 90% of my forecast. One of the business managers finished at 25% of his forecast. The other finished at 5% of his forecast. Honestly, it was that bad. Ever since that year, I have held the following trait in high regard.
Realistic Personal Goal Setting
The ability to set goals for one’s self that can be achieved using available resources and operating within a projected timeframe. This trait deals with a person’s ability to accurately evaluate their own strengths and weaknesses and to use this information to set achievable goals for themselves.
A salesperson with strength in this trait can clearly judge their own individual strengths and weaknesses. They are able to weigh those against the task at hand and set realistic/attainable goals to pursue.
A weakness in this area indicates a salesperson who may not have enough confidence, or understanding, of his/her own abilities to set goals where they should be. He or she may not have an accurate picture of what their own capabilities are which leads to setting their own goals either unrealistically high or low.